Forest of Arden, Midlands
4th July, 2019

The 24-hour seminal event for SME resellers looking to grow

For a decade Margin in Voice & Data has provided voice and data resellers with valuable insights into how new technologies are evolving in SME workplace environments and, crucially, what commercial opportunities these represent for channel businesses.

MiVaD also provides a totally unique environment for reseller delegates to have 1-to-1 meetings with potential suppliers whose sole aim is to help them make more margin and achieve greater growth and success.

A day of education and networking culminates with a relaxing networking dinner with entertainment, providing the perfect platform for more partnership development.

Qualifying reseller directors can attend FREE but places are limited and likely to fill up fast, so don't delay.

Up to

40x

1-2-1 Meetings

2x

Panel Debates

Expanded

Distributor Zone

Network

Dinner & Bar

Our Event Speakers

Adam Zoldan

Partner - Knight CF

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Adam Cathcart

Director – Partners - 9 Group

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Axel Kloessner

COO - Fontevo

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Iain Sinnott

Sales Director – Vanilla IP

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Paul Taylor

Sales & Marketing Director – Voiceflex

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Matthew Worboys

Head Of Channel - South East and Scotland, Gamma

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Mark Curtis-Wood

Group Sales Director, Vaioni

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Adam Zoldan - Partner - Knight CF

Adam will provide an update on market activity over the year, an overview of the M&A landscape and the latest trends driving value in the ICT market. He will also reflect on the changes we have seen over the last 10 years, what has been driving changes in valuation and how this affects your business.

Adam Cathcart - Director – Partners - 9 Group

Adam will outline how resellers can profitably address next-gen mobility and will explain how device lifetime management can be effectively managed via a portal. He will also discuss how subscription models could revolutionise the way you do business and boost your business growth.

Axel Kloessner - COO - Fontevo

Kicking off MiVaD’s changing channel theme, Axel will examine where we are on the migration to/from cloud telephony. He will provide statistics to separate facts from anecdotal evidence for PBX vs cloud adoption and also the difference in adoption between comms and IT resellers. Having established where we are on the journey, he will look at how the messaging around the options available (PBX,Hybrid,Cloud etc.) can be simplified for resellers and end-users.

Iain Sinnott - Sales Director – Vanilla IP

Iain will explore how resellers can focus on personalised products and services for their customers and how this will enable them to focus on the higher value products. As consumers will (more and more) drive the adoption of technology, successful resellers will use cloud enablement technology to deliver solutions on demand and thereby boosting their customers’ productivity.

Matthew Worboys - Head Of Channel - South East and Scotland, Gamma

Matthew will examine how resellers can avoid the commoditisation of comms and increase the order value with their customers. He will examine strategies such as focusing on vertical markets and/or specialisation to differentiate resellers’ market offering. Paul Gibbs will then examine how Gamma’s ‘Collaborate’ solution can assist resellers in avoiding the ‘race to the bottom’ on price.

Paul Taylor - Sales & Marketing Director – Voiceflex

Paul will discuss how resellers should ‘redefine the workplace’ and offer customers who want to abandon on-prem solutions a seamless move to communications services offered by Amazon Web Services and Google’s Cloud Services Platform. He will also outline the fast growing Cloud SIP opportunities and question why a high percentage of channel partners are still not offering hosted telephony.

Mark Curtis-Wood - Group Sales Director, Vaioni

Mark will look at the ever-increasing speed of technology change or ‘Hyper-technology’ in the ICT channel. In his talk he will humanise this change by examining how resellers can keep up in such a dynamic technological industry and how resellers can make margin out of this situation. He will examine strategies and technologies resellers can employ, such as automation and AI in coping with the speed of change.

Programme

With the impending switch-off of ISDN, the increasing demand for customers for collaborative ‘joined up’ solutions, plus the increasing popularity of cloud communications, the ICT channel is truly facing a period of massive change.

This year, Margin in Voice and Data’s conference programme will explore how the channel has to change to a more flexible ‘managed service’ business model and how your reseller business can maximise on all the opportunities this will provide.

We will also present new sales paradigms to address the fast-growing digital opportunities, assess what it takes to keep your business valuable and look at new ways to keep your sales people motivated.

During the course of the morning conference a range of experienced channel professionals will discuss the following:

How to build value into your business in the new digital landscape

How to offer customers the choice between On-Prem and Hosted

How to avoid a ‘race to the bottom on price in a competitive market

How to manage the pace of technological change and retain margins

How to ‘personalise’ Cloud services and boost customer productivity

How to differentiate subscription models and improve customer interaction

Who should attend

Places at Margin in Voice & Data are offered to MD/CEO/CTO level delegates in the following types of organisations with revenues up to £2m per annum.

Voice Reseller

Mobile Reseller

Data/IT Reseller

Managed Services Provider

2019 Event Schedule

Margin in Voice & Data is designed to provide busy reseller delegates with a stimulating and commercially valuable mix of education, networking, meetings and socialising.

8:30am

Registration

-

-

The Arden Suite Foyer

9:25am

Welcome & Introduction

Nigel Sergent

Comms Dealer

The Arden Suite

9:30am

ICT channel overview

Adam Zoldan

Knight Corporate Finance

-

9:45am

Is there still demand for the On-Prem PBX

Alex Kloessner

FONtevo

-

10:15am

Avoiding the race to the bottom on price

Matthew Worboys and Paul Gibbs

Gamma

-

10:45am

Coping with the speed of technological change

Mark Curtis-Wood

Vaioni

-

11.00am

COFFEE BREAK

-

-

-

11:30am

The personalisation of technology

Iain Sinnott

Vanilla IP

-

12:00pm

Redefining the workplace

Paul Taylor

Voiceflex

-

12:30pm

Implementing subscription models

Adam Cathcart

9 Group

-

1:00pm

Networking Lunch

-

-

-

2-6:00pm

1-to 1 meetings

-

-

-

6:30pm

Express check in

-

-

Main Reception

7:30pm

Pre-dinner drinks

-

-

The Arden Suite Foyer

8:00pm

Dinner (smart casual) - Quiz and Entertainment

-

-

The Arden Suite

9.45am. 20 mins plus 5 mins Q & A

Knight Corporate Finance - Adam Zoldan will provide an ICT Channel overview.

9.45am. 20 mins plus 5 mins Q & A

Fontevo – Axel Kloessner, COO

Is the PBX dead?

Kicking off our changing channel theme, Axel will examine where we are on the migration to/from cloud telephony. He will provide statistics to separate facts from anecdotal evidence for PBX vs cloud adoption and also the difference in adoption between comms and IT resellers. Having established where we are on the journey, he will look at how the messaging around the options available (PBX,Hybrid,Cloud etc.) can be simplified for resellers and end-users.

10.15 am. 20 mins plus 5 mins Q & A

Gamma – Matthew Worboys, Head of Channel & Paul Gibbs, Head of UCaaS & Mid-Market

Avoiding the race to the bottom on price

Matthew will examine how resellers can avoid the commoditisation of comms and increase the order value with their customers. He will examine strategies such as focusing on vertical markets and/or specialisation to differentiate resellers’ market offering. Paul Gibbs will then examine how Gamma’s ‘Collaborate’ solution can assist resellers in avoiding the ‘race to the bottom’.

10.45 am. 20 mins plus 5 mins Q & A

Vaioni – Mark Curtis-Wood, Group Sales & Marketing Director.

Coping with the speed of technology change

Mark will look at the ever-increasing speed of technology change or ‘Hyper-technology’ in the ICT channel. In his talk he will humanise this change by examining how resellers can keep up in such a dynamic technology industry and how resellers can make margin out of this situation. He will examine strategies and technologies resellers can employ, such as automation and AI in coping with the speed of change.

11.30 am. 20 mins plus 5 mins Q & A

Vanilla IP – Iain Sinnott, Sales & Marketing Director.

The Personalisation of technology

Iain will look at how resellers can focus on personalised products and services for their customers and how this will enable them to focus on the higher value products. As consumers will (more and more) drive the adoption of technology, successful resellers will use cloud enablement technology to deliver solutions on demand and thereby boosting their customers’ productivity.

12.00 pm. 20 mins plus 5 mins Q & A

Voiceflex – Paul Taylor, Sales Director

12.30 am, 20 mins plus 5 mins Q & A

9 Group – Adam Cathcart, Managing Director Partners.

Next-gen mobility, device lifetime management via portal, differentiation of subscription models.

Sponsors

Gold Sponsor

Silver Sponsor

Exhibitor Zone

Hospitality Sponsor

Sponsorship Opportunities

If you are a supplier to the ICT reseller channel and would like to get involved at Margin in Voice and Data, please contact

Simon Turton

Sales Director

sturton@bpl-business.com

01895 454603

Testimonials

Our first time as a sponsor, it was a great event and we have secured good quality leads to work through to 2019. I would recommend this to anyone who wants to reach out to the Channel.

Don Moore

PBX Cover

This by far was the best networking I have seen at an event like this and to be honest, the time flew by as there were so many like-minded peers there! Thank you again, and look forward to the next one!

Vin Jauhal

WEM Technology

Following the event I am in deep discussions with two of your vendors abzorb and Voiceflex. Once again a very well organised event with excellent presentations.

John.A.H.Corney

Portal Voice & Data Ltd

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